I am delighted that CAFA is able to introduce both a young new and exciting franchisor, Buffalo Wing Factory and Pub Franchising and Nikki Sicilian, along with a seasoned franchise salesman and good friend of mine, David Gould, recently of Kiddie Academy.

We know a number of younger franchisors and more established franchisors have trouble selling franchises on a consistent basis. A quick peak at many franchisor's Item 20 comparing their last year's projected openings with actual openings is revealing. When those numbers aren't consistent, you know that the franchisor doesn't have an effective sales process or funnel.

David will explain some of the elements of an effective sales funnel, Nikki will share their sales challenges as an emerging franchisor, and Warren Lewis will navigate us all through the conversation.